In every community, there are a very small handful of professional advisors who “get” philanthropy. They are the raving fans who advise the largest majority of charitable gifts while moving beyond just tools and techniques to the deeper meaning of impact and systemic change. What if your community foundation could replicate just one of those advisors... or 10 or 100? This webinar will discuss how each community can customize a path to deeper and broader advisor collaboration. Participants will learn: • Trends of Professional Advisors and Philanthropy • Current Charitable Advisor Roles • Community Foundation and Advisor Best Practices • Landscape of Charitable Advisor Groups • Extending the Advisor and Community Foundation Conversation

1. Igniting Professional Advisor and Community
Foundation Collaborations: Part I of 3
Presenter
Bryan Clontz, MSFS, CFP®, CAP®, CLU®, ChFC®, AEP
Founder/President
Charitable Solutions, LLC
Leon L. Levy Fellow in Philanthropy at The American College of Financial Services
Webinar Host Committee
Lisa Jolley, JD (ADNET Steering Committee)
Director of Donor Services and Development
The Columbus Foundation
Phil Cubeta, MSFS, CLU®, ChFC®, CAP®
Assistant Professor of Philanthropy | Academics
The Sallie B. And William B. Wallace Chair in Philanthropy
The American College of Financial Services

2. Bryan Clontz Charitable Solutions, LLC
Lisa Jolley The Columbus Foundation
Phil Cubeta The American College of Financial
Services
Welcome and Introductions

3. Three Part Webinar Series
 Part I - Igniting Professional Advisor and Community
Foundation Collaborations – Today (Session is Recorded)
 Part II - Partnering with Advisors for Inspired Outcomes – 4/29
and 5/6 from 1-2 EST
 Part III - How to Organize a CAP Study Groups – 5/27 from 1-2
EST

4. Agenda
 Why are Professional Advisors so Critical to Community
Foundations
 Landscape and Trends of Professional Advisor Groups
 Trends of Professional Advisors and Philanthropy
 Community Foundation and Advisor Best Practices
 Extending the Professional Advisor and Community Foundation
Conversation – Webinar #2 Partnering with Advisors for Inspired
Outcomes

5. Objective: High Net Worth Donors
Increase the percentage of high net worth
households giving through CFs
Market penetration
Market share
Increase the percentage of high net worth
charitable dollars directed to CFs or
expanded in community

6. Objective: High Net Worth Donors
 Primary focus on professional advisors
 Most high net worth individuals rely on advisors – unpaid sales force!!!!
 Usually aware of trigger events for charitable donations
 Easier and less expensive to locate and reach than high net worth
individuals
 Larger gifts are created with a much shorter sales cycle

7. Professional Advisor Overview
Fee-based or Fee-only Advisors
 Valued for their technical expertise.
 You can enhance their value to their clients by being an educational
resource
CF Value Proposition: Help Them Look Really Smart and Be Hyper-
Objective!
Commissioned Advisors
 These advisors value a straightforward and direct sales approach.
 Constantly looking for new clients and to introduce new ideas to
existing client base
 They are excellent networkers and salespeople
CF Value Proposition: Help Them Sell More Products or Services!

8. Professional Advisors – Who Are They?
Banker/Trustee
Broker
Financial Planner
Life Insurance Agent
Accountant
Attorney (general)
Attorney (estate)
Life insurance, financial planning, evolving lifetime products
Estate and tax planning, wills, trusts, financial planning, consultations
Business and family legal consultation, estate and tax planning, wills,
real estate transactions, business sales
Tax planning and returns, business consultation, financial planning
Investment services, portfolio management, financial consultation
Banking and investment services, long-term trust administration,
private banking
Financial planning, retirement income planning

9. Communicating Your Value Proposition
Our Community Foundation can provide a unique charitable solution if
the charitable plan would benefit from: permanence, anonymity,
stewardship, no set-up and low on-going costs, maximum public
charity tax advantages, simplicity, local knowledge, investment
process, no pay-out requirement and objective, expert charitable
advice.
Most Effective Method: Stories, Stories and Stories!
In Advisor-Speak, this means Case Studies (fact or fiction!).

10. Professional Advisor Trends
Trends
 $41 Trillion (or so) wealth transfer
 Nonprofits are losing the charitable gift planning
monopoly. Advisors’ options are expanding; CFs can
guide their process... before someone else does.
 CFs need to let advisors know how you
can help with charitable gift solutions.
 Professional advisors are looking for collaborative
partners.
 More advisors interested in discussing philanthropy with
their clients.

11. HNW Philanthropy Study
3.70%
7.10%
12.30%
8.70%
15.20%
35.90%
41.20%
16.60%
16.40%
26.60%
4.00%
9.90%
3.30%
16.50%
15.10%
16.10%
26.00%
27.80%
42.90%
44.30%
18.10%
19.80%
24.10%
38.80%
40.80%
67.50%
0% 10% 20% 30% 40% 50% 60% 70% 80%
Coaching Program
Broker
Others
Bank or Trust Co. Staff
Community Foundation Staff
Peers or Peer Networks
Fundraisers / Nonprofit staff
Financial and Wealth Advisors
Attorney
Accountant
HIGH NET WORTH HOUSEHOLDS CHARITABLE GIVING
DECISIONS BY TYPE OF PERSON CONSULTED (%)
2010
2008
2006
The following slides were developed by Lee Hoffman, President/CEO, Planned Giving Design Center from data derived from "The
2010 Study of High Net Worth Philanthropy" Sponsored by Bank of America and researched and written by The Center on
Philanthropy at Indiana University

12. Who Initiated the Charitable Conversation?

13. Challenges/Solutions Working with Advisors
 Understand that attorneys, accountants and fee-only financial planners
bill in 6 minute increments (1/10 of an hour) – their time is all they have
to sell!
Take-Aways: Trust is everything! Nearly all discretionary gifts will come
through estates via bequests.
 Understand that financial advisors/trust officers/banks are primarily paid
on money management (usually 1%/year on assets) and insurance
advisors on commissions from product sales.
Take-Aways: If they can continue to get paid in some way, they will be
your biggest advocates. If they can’t, they will refer in small cases that
they don’t want to deal with or will locate other charitable options.

14. Professional Advisor Databases
 Gathering names:
 Board
 Professional Associations (CPA, Financial Planning, Bar, etc.)
 CAP (Chartered Advisor in Philanthropy designees)
 Current list of advisors
 Current and new donors
 Business Journal Book of Lists
 Martindale-Hubbell www.martindale.com or www.lawyers.com
 Estate planning council lists, events
 Track contacts
 FIMS, Foundation Power, Blackbaud, Salesforce, etc.

15. Professional Advisor Marketing
Identify professional advisor prospects
Develop relationships
Educate advisors and clients
Handle referrals effectively
Create a professional advisor group
Maintain an advisor database
Track and Measure success
Recognize and Thank profusely
Consistently Communicate CF value proposition/solutions through
stories/case studies

16. Professional Advisor Segmentation and Outreach
 80/20: Specific Relationship Management Plan (A, B and C Level
Advisors)
 Develop relationships with most productive, influential advisors
 Large group, small group, one-on-one
 Advantages, challenges with each type
 Continuing Education
 Positions CF as knowledgeable resource
 Advisors need CEUs
 Collaborate with other groups
 Critical role of case studies and donor stories

17. Post-Meeting Relationship Building
 Execute A, B and C Level Personal Meetings (A level annually, B level bi-
annually and C level to qualify into A or B)
 Web-based Information
 Planned Giving Design Center (PGDC) or GiftLaw ($250-995/yr)
 Newsletter content is generic, not specific to CFs
 Your own CF website

18. Professional Advisor Recognition
 President or Board Member “Thank You” Call and Customer Service
Check
 List Referrals in Newsletter and on Website
 Honor top 3 referral firms at Annual Meeting
 Host a “Thank You” Recognition Event
 Create council or society for advisors who have provided referrals

19. Success Measures: Tracking and Reporting
 Benchmark Existing Advisor Activity – Database, Meetings,
Presentations, Referrals, New Current Funds, New Planned Gifts,
Breakdown by Profession
 Set Goals for Number of PA meetings (Individual, Small and Large –
new vs. existing relationships)
 Number of New Database Names
 Number of Referrals, Outright Gifts and Planned Gifts
 Evolving Advisor Breakdown per 10 referrals
 Provide Senior Management and Board with Progress Updates
 Limited Resource CFs Should Use a Volunteer or Two to Assist
 Be Patient and Set Internal Expectations!

20. Extending the Conversation: April 29th and May 6th
Webinar 1-2 EST
 You invite your top advisors, and those like them.
 Phil Cubeta, Bryan Clontz, and Lisa Jolley will discuss why CFs are
critical to addressing the philanthropic aspiration’s of the advisor’s
highest capacity clients.
 Then, if you and the advisors wish, you can keep the conversation
going through a Chartered Advisor in Philanthropy Study Group, as
have many CFs around the country.

21. CAP Study Group: How to
May 27th Webinar 1-2 EST
 Panel discussion of CAP® study group successes and best practices
from Community Foundations
 Attendees will learn:
1. An overview of the CAP® designation?
2. What does it mean and require to be a CAP® host/sponsor of a
study group?
3. How were the initial attendees recruited?
4. What is the typical time-line for the full program?
5. What is the cost for each module?
6. What were the outcomes for completed programs and what would
hosts done differently in hindsight?